Risk You Should Be Taking To Increase Sales

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Selling has always been a risk-reward business. Since the recession hit in 2008, salespeople have become increasingly risk-averse. Endless PowerPoint word slides offer middle-of-the-road recommendations, CRM systems provide regular, faceless contact with customers who pay little to no attention, and RFPs dumb-down solution-based and strategic selling to the point where everyone involved – both customer and sales team – often wonder if the best ideas are chosen and ultimately implemented.

But is it fair to blame our risk-aversion on a recent economic downturn? Or are salespeople – and people in general – more afraid of risk than they need to be? The science of behavioral economics tells us that YES – when it comes to economic decisions, losses loom larger than gains. This makes us less likely to take chances, even when the analytical side of our brains tells us that the odds are in our favor.

If you are involved in the sales process – and who isn’t these days – this concept has some exciting implications. The fear of taking risks could very well be holding you back from reaching your maximum potential and achieving ongoing success. The more we learn about what drives our actions from behavioral economists, the more we are able to apply those insights on a daily basis.

So take a look at some behavioral economics theories and then suggest the types of risks that are worth taking.

http://www.biworldwide.com/white-papers/sales-channel-effectiveness/risks-you-should-be-taking-to-increase-sales

http://www.biworldwide.com/

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Risk You Should Be Taking To Increase Sales

  1. 1. BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States Risksyoushouldbetakingto increasE sales
  2. 2. Sellinghasalwaysbeena risk-rewardbusiness. BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
  3. 3. BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States Ifyouareinvolvedinthe salesprocess,thefear oftakingriskscouldbe holdingyoubackfrom reachingyour maximumpotential...
  4. 4. BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States and achieving ongoing success. Ifyouareinvolvedinthe salesprocess,thefear oftakingriskscouldbe holdingyoubackfrom reachingyour maximumpotential...
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  6. 6. BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States Prospect Theory Considerhowthings arepositionedbefore makingadecision onwhetherornot totakearisk.
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  12. 12. follow us... Australia | Canada | China | India | Latin America | United Kingdom | United Satees BI WORLDWIDE uses the principles of behavioral economics to produce measurable results for our clients by driving and sustaining engagement with their employees, channel partners and customers.

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